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Let’s Meet IRL: The Role of Hybrid Selling in 2022

How are companies going to effectively handle the balance between in person and online selling in 2022?

When it comes to being face to face, every city is a little different and regulations seem to be changing everyday. Luckily, there is a happy medium between selling in person and the digital transformation companies have experienced since 2020: Hybrid Selling.

MSP sat down with Chris Garza, VP of Sales & Marketing Solutions at D&B, to discuss finding the balance between remote and in person selling and what that means for you when it comes to in person events, your tech stack, and your pipeline.

Discussion topics

Remote to Hybrid: What does it mean to go in person again and what does the balance between in person and online look like?
Digital Transformation: A lot of money was invested in digital channels; what does foot traffic look like in the digital realm and will the rapid growth keep up?
Events as a Lead Source: What is the process for returning to in person when orgs have been fortifying their digital strategy and building out their tech stack?

Key TAkeaways

Creative Authenticity Humanizes You
- Bond as a team in unique ways - wine tastings, virtual escape rooms, beer pairings
- Nix the zoom backgrounds - let people see the real you to strike up genuine conversations
Signal Data Matters
- Use the signal data you have and leverage it to ensure you’re focused on companies that are the right fit, as well as showing first or third party intent
Sellers Want to Sell - So Empower Them!
- Allow sellers to do what they love
- Use events as another piece of engagement/signal data that should pushed into these platform

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